Definition of cloud-based transformation of B2B go-to-market strategy
Telecommunications, Information technology, Media & Electronics (TIME)

A new go-to-market strategy for a global enterprise telecoms provider, based on new cloud-based tools and associated transformation program


Challenge

The global delivery unit for key B2B products was in a state of flux, with unclear business model, operating model, portfolio and processes, and multiple transformation projects were running.

In one of these projects, the task was to develop a new order management system, since management was uncertain about the completeness and correctness of the defined business requirements within this program.

Approach

Arthur D. Little was assigned to rework the business requirements in order to secure the business targets and guarantee a successful sign-off by the business.

We established agreement on the use cases to be produced between the transformation project and the delivery-units management, providing subject-matter expertise and other support.

This gave a comprehensive view of all the business requirements and allowed the transformation to proceed.

Value

We successfully delivered aligned use cases and business requirements, allowing the transformation project to move ahead and the development of a new order management system.